Sales Transformation – Details, episodes & analysis

Today's episode welcomes Gail Kasper - the world’s leader in customization for sales keynote speeches and training programs. She is the creator of the Systematic Attitude Development-Technique™️ (SAD-T™️) and Cockatoo Selling, an innovative advanced sales program. These concepts are described in detail in her books Unstoppable: 6 Easy Steps To Find And Achieve Your FIRE and Sell Like A Cockatoo: How To Master The New Way Of Selling In A Rapidly Changing World. She’s also a 2x TEDx Speaker, TV Host, sought after podcast guest and sales trainer who gets in the trenches with her clients to guarantee that they achieve their desired outcomes.

When Gail started out in sales, she was selling training programs making only commission. Soon enough her first media opportunity arrived hosting a weekly TV show, which ultimately got her fired from the training company. With only 1 active coaching client, she started getting more work within the clients firm, eventually moving across regional offices all the way to holding lectures at their companies training university.

College dropouts finding sales is a tale older than time. The reason why to this day companies still choose to hire them for sales positions is simple - when you don’t have a fallback, you’re much more likely to be self driven, which is a huge asset in sales. Both Gail and Kevin agree that in 2024 salespeople have gotten lazier, which could be attributed to the variety of tools, automations and AI workflows that have become easily accessible to everyone. Unfortunately for them, in the current economic climate doing the bare minimum and overly relying on tools is no longer a sustainable strategy.

Tune into the full episode to learn how to Sell Like A Cockatoo!

Key Insights:
00:57 How Gail started in sales & media
02:02 Do salespeople lack drive in 2024?
04:07 How to succeed in sales today
06:03 Gail’s approach to coaching engagements
12:02 The Cockatoo framework
15:17 Driving outcomes for sales teams
21:47 How Gail helped recoup a $30 mil. loss
24:36 What makes a great seller
28:08 Sales keeps the lights on

Connect with the guest, Gail Kasper

Connect with the host, Kevin Warne

Today's episode welcomes Marcos Moura, Co-Owner and Chief Development Officer at Amada Senior Care, a franchise business that provides home care for seniors. Amada is one of the only senior care companies in North America that offers in-home non-medical care as well as assisted living placement consulting services. 

Amada Senior Care was founded by two college football players - Tafa Jefferson and Chad Fotheringham. When they graduated, Chad went into the pharmaceutical industry while Tafa went on to be drafted into the NFL. Tafa’s NFL run was cut short after the first year, so he immediately started shaping his post-NFL career and looking for his next north star. He took his moms advice and called up Chad, and that conversation ultimately led to them founding Amada Senior Care. Together they scaled Amada Orange County to $8 million in gross billings.

Franchising wasn’t part of the initial vision. After a dear friend of Marcos, Robert Christensen, was fired from Pfizer, he wanted to begin his own entrepreneurial journey. He then called Chad and asked if he could start an Amada Senior Care franchise in Washington. Chad was in, and the franchise model of Amada officially began.

Every big purchase carries a certain level of risk, but buying a franchise is on the upper echelon of that spectrum. Instead of buying something that either will or won’t meet your expectations, you’re making a bet on yourself and your ability to consistently show up, perform, and find solutions to evergreen problems. When selling someone on the idea of becoming a franchisee, understand that your TAM is tiny - so every opportunity counts tenfold. 
 
Tune into the full episode to learn more on how to sell franchises! 

KEY INSIGHTS:

01:02 The origins of Amada Senior Care

06:52 How to sell a franchise

08:31 Finding the right franchisee

12:46 How to find your first 10 franchisees 

16:26 Building a franchise sales team

19:31 Setting up KPI’s for a franchise sales team

23:58 What it takes to succeed in sales

26:46 Thriving in a growing market 

32:01 Learning to leverage extra resources

35:24 What you should know before franchising 

Connect with the guest, Marcos Moura

Connect with the host, Kevin Warner

Check out Amada Senior Care

Colin interviews Feras Alhlou, co-founder of Startup with Feras, who shares his journey into entrepreneurship after being forced into it due to a layoff. Ferris discusses the challenges he faced starting a web design and search engine optimization business in the early days of the internet. He highlights the importance of learning sales skills, sharing his experience of starting without any sales background and the strategies he used to overcome rejection and scale his business successfully.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Feras Alhlou (Co-founder, Startup with Feras)

Sponsored By:
Leadium | The leader in outbound sales appointment setting

*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

WHAT’S AN EMAIL FOR? DO YOU REALLY HAVE TO KEEP CHECKING IN?

Sellers have the tendency to dwell on an email that never got a response and obsess over it by checking in repeatedly. Mark explains why this is completely wrong, that what it only does is remind the prospect of your bad email and instead, you should be working on a new one. Mark also reminds everyone to always think about the objective of the email before sending it. All these are in this latest episode of Sales Transformation.

Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.

TRANSFORMING MOMENTS

MARK: CHECKING IN ON A PATHETIC EMAIL

“All you're doing, is you're calling out your own stupidity. You are literally calling because here's the thing. Chances are, I saw that initial email, but it didn't grab my attention. So boom, I delete it. I didn't respond. So now all you're doing is you're bringing it back to my attention that pathetic email that you already sent me. Oh, nice job. Nice job, loser.”

MARK: OBJECTIVE OF AN EMAIL

“We got to understand what is our objective with an email. it's to create enough interest to warrant a conversation. That's what it is.”

Connect with Mark

Mark Hunter | The Sales Hunter | The Sales Logic Podcast

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

RESULTS DON’T COME OUT SO EASILY

A lot of sellers start shifting to social and expect to get results overnight. Well, Social selling is not that easy. Collin explains in this episode that leveraging social as your channel to build relationships will not pay off right away, it’s a long-term journey that requires patience and consistency. Tune in to learn more in this latest episode of Sales Transformation.

Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.

TRANSFORMING MOMENTS

COLLIN: IT DOESN’T PAY OFF RIGHT AWAY

“So if you start posting tomorrow and do it for 30 days, it may result in zero pipelines for you. If you start using social as part of your strategy, start focusing on building your brand and your reputation online, it's not going to pay off immediately.”

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU TREAT YOUR PROSPECTS?

Prospects come and go, but why they go is quite trivial to some sellers. As Mark continues to talk to Collin about the changes in today’s market, he emphasizes the importance of treating your prospects the same way you treat your customers. Mark also talks about delivering new value with each message you send to the prospect, and you can learn more in this latest episode of Sales Transformation.

Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.

TRANSFORMING MOMENTS

MARK: TREAT THEM AS IS

“Treat the prospect the same way you would a customer.”

MARK: DELIVER NEW VALUE WITH EACH MESSAGE

“What's not working? is repeating the same, the same, the same, the same email over and over and over again. It's all about delivering new value with each message. I mean, you got to do your homework, but if you're gonna break through, that's what you're gonna have to do.”

Connect with Mark

Mark Hunter | The Sales Hunter | The Sales Logic Podcast

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU MUST KNOW SOMETHING AT THIS POINT, RIGHT?

Collin gets down with social selling tactics once again with Mark and today we focus on engagement. Collin defines what being engaged means and how it ties up with content. He also discusses the use of your acquired knowledge as the foundation of your content, and you can learn more in this latest episode of Sales Transformation.

Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.

TRANSFORMING MOMENTS

COLLIN: WHAT DOES “BEING ENGAGED” MEANS

“Engaged means you're consistently showing up and you're active, actively engaged. That means sharing your original thoughts in comments and threats, you know, posting original content.”

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

DON’T RAISE THE WRONG FLAGS

As Mark continues his conversation with Collin about the changes in today’s market, he highlights the problem of rushing demos as a trigger in creating shiny objects and false flags. Tune in and learn why Mark describes the market today as “brutal” and how you can thrive in it in this latest episode of Sales Transformation.

Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.

TRANSFORMING MOMENTS

MARK: CREATING FALSE FLAGS

“We all like what we have to offer. But what happens is we create false flags, we create shiny objects, we get bad thinking, ‘ ‘Oh, you know what, maybe we should look at this, oh, maybe we should do this. Maybe we should do this. And then what happens is, oh, we need to talk to some other companies.”

MARK: THE MARKET IS BRUTAL

“Today's market is absolutely brutal. So customers are reticent even more, to bring on a new vendor and new supplier to work with a new company, they are more reticent of staying with status quo.”

Connect with Mark

Mark Hunter | The Sales Hunter | The Sales Logic Podcast

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

IT’S ALL ABOUT WHO CONNECTS WITH YOU, AND HOW YOU GIVE VALUE

Connections and Content, these two are the key ingredients in providing value and building strong relationships in social selling, or in any kind of selling for that matter. Join Collin and Mark as they give you quick but heavy sales tactics that help you go on a hunt in this latest episode of Sales Transformation.

Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.

TRANSFORMING MOMENTS

COLLIN: IT’S ALL ABOUT THE CONNECTIONS AND CONTENT

“Connect with the right people and put out valuable content that serves them, that teaches them, that challenges their thinking, that gives them insights that maybe couldn't get anywhere else.”

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HANDS OFF THE WHEEL!

People hate being controlled, especially when trying to make a buying decision. Kyle is back and in this last part of his conversation with Collin, he emphasizes the importance of avoiding taking too much control of the conversation. Stay tuned as Kyle delivers his final thoughts in this latest episode of Sales Transformation.

Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.

TRANSFORMING MOMENTS

KYLE: BUYERS DON’T LIKE BEING CONTROLLED

“If buyers feel like you're trying to control them, they're going to step away because they're from pretty much any product out there. There are suitable alternatives and people will select in and out based on the evaluation process and how it goes.”

KYLE: THE SELLER’S BURDEN

“The burden is on the seller to go prove that you're actually trying to help the buyer make the right decision. You're not just trying to make the sale. There are lots of ways that you can be doing that.”

Connect with Kyle

Kyle Asay | MongoDB

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok